LEAP
Presented by:  Eric Pelander
Contents
 Subject or context

 Major idea or recommendation

 Benefits or value proposition

 Evidence and analysis

 Detailed recommendations and actions
This Effort Is Designed to Assist the XYZ  Company to identify Wireless Market OpportunitIEs
Internet Channels Will Provide Incremental Leads and Revenue
IBM belIEves there is a substantial opportunity in the online leasing market
XYZ Company should target the following customer segments:
Professional Services and Manufacturing
IT, office, and manufacturing collateral classes
Small business, small ticket market
These customers should be targeted with a multi-channel apprOAch:
Indirect
Aggregators
Direct
The major channel to these customers will be the indirect one--through Internet intermediarIEs that give access to the customer at the point of transaction
Each of these channels appeal to customers with unique buying behaviors
Competitors are moving into the online leasing space; XYZ Company should move quickly

XYZ Company Should Simultaneously Pursue Three Internet Channels Through a VarIEty of Partnerships
Direct
The Indirect Channel Is the Highest Priority
Our research into customer behaviors suggests that customers are most likely to lease at the point of purchase

Equipment vendors will drive significant online transaction volume

This channel allows XYZ Company to leverage its core competency of sourcing deal indirectly:
Early indications suggest that online equipment aggregators and vendors require a smaller fee for deal referrals than offline lease brokers require

A growing number of online equipment vendors currently offer leasing:
Branded and unbranded strategIEs are being used